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How do you handle the “I’m using my cousin/nephew/sister” remark? Got a hold of an expired today and they had no motivation. Decided to wait for 18 months and they are using their nephew. Should I call them back in 9 months?

Sometimes, you have the right buyer who wants to buy from a seller that you think should have the motivation to sell.  This process can be frustrating. 

Passionate war room schedule

Well, all the sellers are taking “happy pills.” There are more FSBOs, and they are tougher to talk to now. What are my coaching clients doing right now?

I teach my coaching clients on how to extend their time on the phone with a great prospect. Each client can answer the questions below when they are talking with a prospect. You might think prospects should just melt at the sound of your voice and hang on your every word when you call.

Short sales are the most expensive aspect of any real estate transaction, due to the negotiations involved. It is extremely important to ask for more commission and reduce your time invested. It can easily be done by being more selective with the short sales you choose to work.

This is a simple title that was created by years of tears.  In the last thirty-five years, I have been mentored by the best or I have mentored the best.  Violate the following rules at your own risk!  You can think up some reasons why these rules don’t apply, but over time, ignoring them will pay you back in the future.  Some agents pay me thousands of dollars to cure problems that probably wouldn’t have occurred had they followed “the rules.”

Question and Answer with Walter Sanford about short sales and real estate training.

Have a mixed up seller?  Maybe this exchange will help you in dealing with your challenge, too.